Manager, Sales Development Representative

Responsibilities

• Manage, coach, and develop 8‑10 Enterprise SDRs to consistently achieve and over‑achieve monthly quotas
• Lead from the front: be present in day‑to‑day shadow calls, run role plays, and model excellence
• Drive daily/weekly KPI rigor: metrics, forecasting, pipeline health, and activity management
• Proactively address performance or behavior issues using data‑driven coaching and clear performance plans
• Celebrate wins, identify coaching opportunities, and build a culture of continuous improvement
• Conduct regular 1:1s, performance reviews, and career development planning
• Make recommendations for salary increases, promotions, or performance improvement plans; own team pipeline targets and ensure consistent contribution to the Enterprise sales pipeline
• Partner with Enterprise sales leadership to drive opportunity traction in top target accounts
• Design and execute account‑based strategies for high‑value prospects
• Monitor conversion rates (meeting opportunity pipeline) and optimise at every stage
• Provide visibility through reporting, dashboards, and Q  presentations to sales leadership

• Leverage AI tooling (Outreach, Gong Engage, Common Room) to drive SDR productivity and efficiency
• Build and refine playbooks, cadences, and best practices for the Enterprise segment
• Stay ahead of sales tech innovation; test and implement tools that give the team an edge
• Champion the use of Salesforce for accurate activity tracking and pipeline management; own recruitment for open SDR roles and partner with Talent Acquisition to build a world‑class team
• Assume ownership of open territories during hiring gaps
• Design and deliver onboarding programmes that accelerate time‑to‑productivity
• Participate in SDR readiness programmes to develop talent for progression into Account Executive roles and align with Marketing on campaign strategy, lead quality and conversion optimisation
• Collaborate with sales operations on process improvements, territory planning, and technology adoption
• Participate in Sales Kickoffs, strategic planning sessions, and team‑building initiatives
• Represent the SDR function in cross‑functional meetings and strategic initiatives

• 3‑5 years of frontline sales development or SDR management experience
• Proven track record of leading teams to consistently achieve and over‑achieve quota
• Enterprise sales experience strongly preferred (B2B SaaS, data, or cloud technology sectors)
• Advanced proficiency in Salesforce, Outreach, Gong Engage, and Common Room (or similar sales tech stack)
• Demonstrable coaching and mentorship skills; you build careers, not just hit numbers
• Strong leadership experience including hiring, training, mentoring, assigning work, reviewing performance, and recommending compensation decisions
• Data‑driven mindset: you use metrics to diagnose, coach and optimise performance; experience leveraging AI‑powered sales tools to drive team efficiency and productivity
• Excellent communication skills with the ability to influence and collaborate across functions
• Comfortable with ambiguity and rapid growth; you thrive in a fast‑paced, evolving environment; analytical thinking and problem‑solving capabilities
• Decision‑making ability with a bias toward action
• Experience managing global or distributed teams across multiple time zones
• Familiarity with account‑based selling methodologies and enterprise sales motions
• Background in data, analytics or cloud platform sales
• Experience building and scaling SDR teams from the ground up
• Track record of promoting SDRs into Account Executive or leadership roles

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